Insights From
Inside The K-12 Market

Good coaching doesn’t make your best rep better. It makes your median rep dangerous. Watch where the coaching hours actually go on most K-12 sales teams. Most of them pour into the top performer, the one who needs it least and would have hit the number with or without you. It feels productive, because the…

Here is the problem with coaching your K-12 reps toward their number: you are coaching them toward a result you will not see for a year. A district deal runs twelve to eighteen months. You coach a discovery behavior in September. The deal it affects closes, or quietly dies, the following winter. By the time…

Every sales organization eventually faces the same decision, and most of them get it wrong in the same way. Your top rep has carried the number for three years running. When a team leadership seat opens, promoting your best sales rep to manager feels less like a choice and more like an obligation. It reads…

You can do everything else in this series right. Name the dependence, find the assets, choose the model, price it, market it, measure the margin. And it can still die in one board meeting, because the earned-revenue strategy that never gets board buy-in is just a memo in a drawer. Boards are built to be…

Here is the quiet failure mode of nonprofit earned revenue. An organization launches a paid program, revenue comes in, everyone celebrates the new line on the budget, and no one notices that it loses money on every unit sold. The gross number looks like progress. The net number, once you count the staff time no…

The moment a nonprofit starts selling something, a problem appears that no one warned it about. Development and earned revenue begin competing for the same brand. The homepage that used to speak to donors now has to speak to buyers too. The email list that expected appeals now gets pitches. And somewhere inside the organization,…